Consulting
I help leadership teams in B2B technology companies make complex growth executable.
At Leapwork, I was part of the leadership team and the principal architect behind professionalizing go-to-market as the company grew from 50 to 500 people, with a DKK 400 million Series B along the way.
At ZAGENO, a marketplace for life-science lab supplies, I worked directly with leadership on commercial transformation, enablement and sales leadership recruitment.
At Relesys, a Danish software company with an app for frontline workers, I developed a shared Value Framework with leadership, sales, product and marketing.
Advisory is an ongoing relationship with one leader or one board. Consulting is a bounded assignment with your leadership team and the people who do the work, plus training for your teams.
When companies usually call
Most of this work is with B2B software companies that sell to enterprise customers, from the first enterprise deals to several hundred employees.
Find the line closest to yours. Each one leads to the work that answers it.
Sales professionalization
You have enterprise customers, but the deals remain smaller and less strategic than the potential suggests.
GTM ExcellenceWrite to me about this (email)Sales still depend heavily on the founders and a few experienced people.
GTM ExcellenceOpportunity qualification with MEDDICCWrite to me about this (email)A new owner, CEO, CRO or board is resetting the commercial plan.
Executive advisoryAdvisory boards and board workThe diagnostic and design phaseWrite to me about this (email)An acquisition or merger brings together two sales organisations that qualify deals in different ways.
Opportunity qualification with MEDDICCGTM ExcellenceWrite to me about this (email)You are creating a Sales Engineering function or preparing it for the next stage of growth.
Build and Scale Sales EngineeringWrite to me about this (email)You want to professionalize sales without losing the specialist depth that makes the offering valuable.
GTM ExcellenceSales Engineering enablementWrite to me about this (email)You want the customer problem, value case and success criteria to carry through from the sales process into implementation, adoption and expansion.
GTM ExcellenceWrite to me about this (email)
International growth
You are entering a new country or region, and each market explains your value and qualifies deals in its own way.
International scalingBuild and Scale Sales EngineeringWrite to me about this (email)You want a cleaner view of the pipeline and a more consistent way to build customer business cases and progress complex opportunities across markets.
Opportunity qualification with MEDDICCGTM ExcellenceWrite to me about this (email)
AI
Leadership is deciding where AI can create real business value and what to do next.
AI potential clarificationWrite to me about this (email)People across the company use AI tools every day without a shared way of working.
AI trainingWrite to me about this (email)
An investor wants an independent commercial read of a company before a decision.
Independent commercial assessmentWrite to me about this (email)
Assignments
Preparation, selected conversations and working sessions with the people needed to reach a decision.
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GTM Excellence
Sales professionalizationFor B2B technology companies that need one shared commercial language for why customers change, invest and choose their solution.
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International scaling
Strengthen the commercial and organisational foundation, including operating cadence, leadership layers, recruitment, and collaboration across markets.
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AI potential clarification
For leadership teams deciding where AI can create real business value and what to do next.
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Build and Scale Sales Engineering
An engagement for leaders creating a Sales Engineering function or preparing the next stage of growth.
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Independent commercial assessment
For investorsInvestors can ask me for an independent commercial read of a company before a decision.
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A diagnostic and design phase
An assignment can start with a focused diagnostic and design phase.
Training
Training for Sales Engineering teams, sales organisations and everyday AI work. It runs on the team’s own customers and material, from a single talk to a programme over several weeks.
Sales enablement
- MEDDICC: qualifying complex sales opportunities
- Why the customer buys, rather than how you sell:
connecting your solution to a business problem the customer will prioritise, with value-based customer conversations and Value Pyramids, so product capabilities connect to the customer’s strategic goals.
Write to me about this (email)
I talked about MEDDIC on The SaaSiest Podcast, episode 105 (October 2023).
MEDDICC and Value Pyramids are third-party frameworks.
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Sales Engineering enablement
Training and advisory for Sales Engineering and presales teams, from the first customer meeting to leading the function.
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AI training
Practical training in using AI in everyday work, tailored to your company and the department taking part.
International growth
I co-launched Fuze’s Nordic business with a Sales Representative, introduced Nexthink to enterprise customers across Denmark, Norway, Sweden and Finland, and hired Leapwork’s Sales Engineering team across six countries and four commercial regions. At ZAGENO, the work included sales leadership recruitment.
International scaling. Strengthen the commercial and organisational foundation, including operating cadence, leadership layers, recruitment, and collaboration across markets.
For companies expanding into new markets, the work usually starts in one of these places:
- GTM Excellence
New market or region design
Commercial architecture for a new geography, customer context or team.
Build and Scale Sales Engineering
For leaders creating a Sales Engineering function or preparing the next stage of growth.
- Advisory
Advisory for Sales Engineering Leaders
Growth, a new region, new leadership or a commercial shift.
From a first conversation to an agreed shape
We start with a conversation about the decision, why it matters now and who holds the relevant parts of the picture.
The engagement can be a focused diagnostic and design phase, training with organisational implementation, or a longer consulting role close to the leadership team.
The diagnostic and design phaseSelected leadership and team interviews, your existing customer and sales material, live work and focused working sessions. It produces the few shared artefacts, practices and decisions the problem requires. Scope, ownership and the decision at the end are agreed before the work begins.
We test the work against real opportunities and refine it with the people who will use it.
When a company needs it, I can also work inside the leadership team for a period.
I work through my company, Top Møller Venture & Consult, in Danish and English, in Copenhagen or online.
What I will ask in our first conversation
- Which customer or commercial decision is not working?
- Where does it show in live work?
- Which functions hold parts of the evidence?
- Who owns the problem and the decision?
- What bounded result would justify a concentrated engagement?
When an assignment is finishedAn assignment is finished when leadership uses the work on live opportunities, the teams apply the same logic, named people keep it up to date and the open questions are written down.
Practical questions
Who does the work?
I do. You work with me directly, in Danish or English, through my company, Top Møller Venture & Consult.
Is it confidential?
Yes. I always work under an NDA, and what you and your people share stays with those we agree on.
Who owns the forecast while we work?
You and your managers. I help design and embed the qualification and review routines. The forecast and the daily pipeline stay with the sales organisation.
Should we hire someone instead?
Sometimes that is the right answer. I can help define the role and recruit for it, as with sales leadership at ZAGENO, or work close to the leadership team for a period through my company.
If you think I could help, write to me or give me a call.
I answer as quickly as I can.
The first step is a short call or a coffee. In Copenhagen I am happy to come to your office.
If you are introducing me to someone, here is a short text you can forward.